The role of procurement in the buying process is one of the key factors driving the strategy for the businesses in the future, said Capita Group's director of travel and conferences James Parkhouse.
Outsourcing company Capita Group bought BSI at the end of 2010 and the two companies are now undertaking regular management meetings to plan a strategy for the future.
"We have seen an increasingly sophisticated purchase," said Parkhouse. "It is our clients who are driving it and they are determining how the market is changing. They want to gain that whole visibility over spend, as well as using a specialist."
Royal Mail and Eon
Royal Mail appointed BSI in November for accommodation, meetings and events and has been working with Capita Business Travel since 2002.
Meanwhile, Eon has been a BSI client since September 2009, and working with Capita for the past six months.
However, the two companies will retain their individual branding. "Cultural fit does really matter," added Parkhouse. "We recognise BSI has a very distinct meetings and events offering and we don't need to put our name on everything."
BSI's managing director Trevor Elswood said that regular senior management team meetings were now helping to forge an approach where the businesses could "add value".
"I don't think anyone would naturally put a travel management company (TMC) and a meetings and events specialist together, so that's why we need to keep the brand identities," Elswood explained.
The plan is to grow the two businesses in the coming year, with an emphasis on business with new clients and increased activity with existing customers.
"Wholesale redundancy is not on the agenda," added Parkhouse. "We have bought into some serious expertise and it is about growth."